In this developed world where information is easily available, the days of hard and aggressive selling techniques are over. Buyers will only buy something that will benefit them. Sales consultants therefore have to be seen as a solution solver rather than a mere salesman in order to win business.
This programme is designed to help those who are sales professionals to hone their skills so that they will become problem solvers that customers will trust and do business with.
- Develop confidence in dealing with others
- Understand their patterns of interaction with others and their own needs
- Look at their communication style and improve what is required
- Build on listening skills
- Use assertiveness techniques such as:
- Getting key points across
- Focusing on key messages
- Handling questions effectively
- Dealing with criticism
- Giving and receiving praise
- Saying no
- Manage objections and difficult clients
- Use body language effectively
- Set clear and achievable goals to meet clients
- Identify the difference between product and consultative selling
- Explain why the sales process requires a meeting of the minds
- Identify and manage semantic traps
- Tell the difference between feature, advantage, and benefit
- Know what steps to take to prepare for a prospect or client meeting
- Determine what they offer clients both personally and professionally
- Strategize and set goals to achieve from sales calls
- Understand what rapport is and how to achieve it
- Listen for the BIG meaning of small talk
- Sharpen observational skills to observe body language
- Restate to confirm understanding
- Clarify and confirm the buying requirements
- Time the presentation of a solution
- Explain the features, advantages, and benefits of the solution
- Listen for client hesitation and reservations
- Treat hesitations and reservations as opportunities rather than failures
- Use hesitations and reservations as stepping stones to the meeting of the minds
- Arrive at a meeting of the minds and close the deal
Presentations, role-plays, group discussion, lectures
Module 1: Old Selling Approach vs. Consultative Selling Style
- Explain the techniques that you are now using in face-to-face to selling
- What are the techniques that work?
- What are the techniques that fail?
- How could you have done better?
Module 2: Features, Advantages and Benefits (FAB) of Your Products
- No Problemo ! : I am confident about the FAB of my products
- What do customers buy?
- What is the difference between “Advantages” and “Benefits”?
- Identifying “Benefits” Exercise Practice
Module 3: The Building Blocks of Consultative Selling
- The meeting of the minds
- Features, advantages and benefits of a variety of financial offerings (exercise)
- Consultative versus product selling
- The consultative selling process in the financial markets (discussion)
- Semantic traps (exercise)
Module 4: Pre-Call Preparation for C.O.D Sales -- Understanding Your Prospect/Client
- Doing proper research on your client/prospect as a person (exercise)
- Who are you to your client/prospect? (financial expert, relationship manager, etc.)
- What do you offer your client/prospect - personally and professionally
- What are your client's/prospect's likely concerns or worries about the financial situation?
- Doing research on the client's/prospect's company
- What issue does the company face? (exercise)
- What is your goal for the meeting?
- What do you want to achieve from the first call and meeting
Module 5: Exploring Client Needs
- Building rapport
- Creating a dialogueQuestioning and Listening - what to ask and when to ask it
- Using your senses - listening, watching, and other clues
- Defining buying requirements
- Restatement to confirm needs
- Defining buying requirements
- Clarifying benefits
- Asking for presentation requirements
- (Skill practice of the above)
- Noting data requirements
Capturing the conversation
Module 6: Creating the Solution
- Piecing all the requirements together
- Creating/designing the solution
- Making sure the financial solution meets the buying requirements (exercise)
- Preparing the proposal/presentation to meet the presentation requirements (exercise)
Module 7: Advising the Client/Prospect to Buy It
- Reviewing the previous meeting
- Timing the offering of the financial solution
- Positioning the solution
- Using the client's/prospect's requirements to present the solution
- Emphasizing the benefits to the client/prospect
(Skill practice of the above)
Module 8: Developing the Mental Toughness of a Winning Consultant
- List down your anxiety and fear as a business / sales consultant
- How do you overcome your anxiety and fear
- Techniques in managing your mind
Module 9: Putting It All Together
Your Personal Learning Contract on Improving Yourself:
- Identify the 3 urgent areas that you need to improve in your consultative selling skills
- What is the level you are starting at now (state as precisely as possible)?
- What is the level you wish to achieve (state as precisely as possible)?
- What are the specific action you are going to take including tools, tactics and techniques?
- How are you going to know that you are making progress?
- Design You Progress Monitoring Schedule